CHOOSING THE RIGHT DIRECT SALES MODELS FOR YOUR FARM

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Farmers and growers use many different direct sales models, modifying and adapting elements to their distinct situation. In making decisions about which to use, multiple factors will need to be weighed up, such as location, capital requirements, running costs, sustainability, personal preferences, experience, and staff. In this document we look at some of the more common direct sales models in the UK, and some emerging models. There is a huge amount that could be written about each one, but we aim to provide an overview and a source of inspiration for developing the right model for you.

Many farms will operate a combination of models, for example running a box scheme and farmers market whilst supplying local wholesale, or running a farm shop with pick your own and online sales for specific times of year or products.

We encourage you to think carefully about what you want and need from your enterprise and to create business plans and budgets that will help you understand the capital and labour requirements of your plans, and give you a sense of the risk involved. It is invaluable to visit other farms that are either producing similar products and running similar models or are in your area and can help you understand local market dynamics.

And finally, if you are starting a land-based business for the first time it is wise to start small and simple. It’s easy to underestimate the realities of running multiple enterprises, and they can look easier and more profitable on paper! That said, ambition and determination are important qualities for growth and we encourage you to build steadily towards the enterprise you want to run.